Director Huang was very interested in the proposal that Su Xiaoli had someone pass on to him last time.
Some of what this little girl wrote were things he had thought of, and some were things he had not thought of, but they were all very innovative suggestions.
He looked down upon her because he didn't think she was a little girl.
On the contrary, if one has the ability, no matter how old one is, one should have the right to speak. He hopes that Su Xiaoli can elaborate on it.
When doing business with women, who should you ask if not women?
Do those rough old men know how to be a beautiful bride?
He gave Su Xiaoli a look of trust and encouragement.
With the practical experience of setting up stalls and selling last month, Su Xiaoli was quite confident. She spoke the key points.
“It’s not enough to simply tell customers that using this sunscreen will make them whiter and prettier and they will buy it.
It is not enough to know that it can prevent tanning and sunburn, customers must also know the principle of why it can whiten their skin.
It would be best to combine it with massage techniques and let them try it on their face themselves.
With interaction and a sense of participation, there is resonance and human touch, which can also deepen customers' recognition of the product."
Su Xiaoli gave everyone some reasonable and well-founded feedback on the opinions of several repeat customers.
Director Huang nodded repeatedly.
He still has a production-oriented mindset, thinking that good products will always sell well, so he introduced the world's latest and most advanced technologies and patents, hoping that the products he made would have a solid foundation.
But in terms of sales, he is indeed not as good as Su Xiaoli and He Aiqing, who are women. Women have some innate advantages that men like them do not have.
For example, women’s gentleness and empathy can be great aids in sales communication.
Like what Su Xiaoli said, "add interaction, focus on participation, and combine with massage techniques"...
If a man like them dared to touch a strange woman's face, believe it or not, he would be immediately sent to jail by the women for "hooliganism"! Su Xiaoli's explanation gradually gave Director Huang a new idea: maybe hiring more female salespeople in the future would expand his business.
But...
Hey! That one at home...
Seeing that his feedback had gained everyone's trust, Su Xiaoli continued speaking.
“Director Huang, we can continue to cooperate on the sunscreen business. I will place another order from the factory.
In addition, I hope the factory can sign a long-term contract with me, and I want the general agency rights for the entire North China region."
She wanted to take advantage of the fact that the factory was still in its start-up phase to lower the purchase price and enjoy a higher profit share.
At the same time, you can enjoy the dividends of the initial investment and have higher distribution rights.
Of course, placing a big bet means that she needs to invest more resources and energy to face the uncertain market environment together with the manufacturers.
It's like being tied to a rope.
It is not yet the 21st century. Manufacturers and terminal markets can be closely connected through the Internet. What she needs to do now is to establish her own marketing network through one or several popular products.
Open up strategic market depth and become the channel king.
At present, the Chinese market is still in an era of shortage of both supply and demand. For manufacturers, it is "insufficient production capacity", and for consumers, there is no choice, or even no way to find the products they like.
At this time, the function of her channel is reflected, linking both parties and providing sales services.
Its function is to strengthen the fit between products and consumers.
She is not greedy. The Chinese market is so vast that she has only chosen the North China region, which has left a lot of room for negotiation, enough for her to digest for a few years.
As a time traveler, Su Xiaoli thinks further ahead.
When the Chinese market reaches a state of oversupply and overcapacity in the future, buyers will of course have more say.
At that time, as a channel, we can clearly grasp the target audience, which others cannot reach through other means.
Even without you, she still has him. Without this manufacturer, she can still make a living as a channel director.
Before the era of online B2C benefits consumers, there are still more than ten years of channel dividends to be reaped, and she doesn't want to miss it.
From now on, we must pave this road.
When Su Xiaoli said this, not only Director Huang and He Aiqing, but everyone else took a breath.
"The entire?! --North China region?!"
Director Huang couldn't believe his ears.
"Yes," Su Xiaoli nodded seriously.
"Of course, we also need to upgrade the outer packaging of the sunscreen. If we have the spare capacity, it would be best if we could also add advertising. I can also increase the quantity of my order."
Outer packaging and advertising are related to terminal presentation and product positioning, and are the key to establishing cognitive advantages. Neither can be ignored.
It’s a pity that the strength of both the manufacturer and herself is limited now.
If she were asked to choose, it would definitely be channel first, terminal second, and positioning third.
We can follow up on publicity when we have more funds.
The market penetration rate is low, there are no products at the terminals, and advertising is just castles in the air. It is difficult to convert it into sales, so it is useless to say anything.
Therefore, it is better to first achieve effective deep distribution and terminal recognition, and then supplement it with targeted advertising, only then will it be possible to soar to the sky and have strong subsequent growth.
Director Huang was very excited.
Increasing the order quantity means that on-site production can be increased, and the semi-idle production line can be used! They are manufacturers, to put it bluntly, they belong to the manufacturing industry.
The initial investment is huge. Which one of buying equipment, building factories, establishing production lines, and introducing technology does not cost money?
This does not include the various pressures from taxes, land costs, labor costs, electricity costs, and raw material costs.
Not only is the investment huge, the payback period is also long and the cash flow is always tight.
However, in the current domestic market, sunscreen is still in its infancy, sales are not very good, and the profit margin is not as good as those special whitening products.
If products cannot be sold, costs cannot be spread out, and the business is in a difficult situation.
Therefore, once the manufacturing production line starts, it can only strive to move forward and must not stop easily.
Even if the workers work in three shifts, with each team responsible for production operations and taking turns to rest, the beds must continue to operate.
Besides, the cosmetics they produce have certain special features compared to other manufacturing production lines.
The specific processes and chemical preparations of cosmetics are time-sensitive.
If the process is not completed within the appropriate time, defective products will inevitably be produced.
He was unwilling to go against his conscience and sell defective products as good ones, as this would involve another cost.
But if all the production lines are fully operational, it will be a completely different situation.
Director Huang glanced at Su Xiaoli. This girl really is full of gambling nature.
Do you know how risky this decision is?!
The amount of goods she purchased at one time is probably her entire family's assets. She even dared to say that she wanted to take over the general agent of the entire North China region! (End of this chapter)
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